Three Hypnotic “Power Words” To Increase Sales - Part 3

In today’s third and final part, we are looking at the final hypnotic sales word.

The third and final hypnotic sales word is “because”.

So why is this a hypnotic word?

As with the previous installments, this is all about bypassing the critical, so that the unconscious mind can become stimulated. There’s a good chance you’ve heard the term reason why advertising. The origin is from John E Kennedy, though I learned it myself from Drayton Bird. In this, we understand as humans we crave there to be order. We need to know why something is a certain way and what led to it being that way. We then crave to have something similar in our own lovers.

These reasons, and the cause and effect relationship all stem from the hypnotic sales word, because. When the critical factor that guards the mind hears this word, it cues them that the writer or speaker has something to let in and the critical mind will allow this information to be filtered in.

You can see an example of this appear in Robert Cialdini’s Influence: The Psychology of Persuasion. Here, he cites a study that was done by an Ellen Langer at Harvard. Langer opted to push the line while in the library and to photocopy some of the papers there.

“Excuse me, I have five pages. May I use the Xerox machine because I’m in a rush?”

The number of people who agreed: 94%.

Excuse me, I have five pages. May I use the Xerox machine?

The number of people who agreed: 60%.

While the reason she gave in the first example is detailed. But there was something more behind this as she found out.

Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies?

The number of people who agreed: 93%. Notice that no real reason was given this time. After all, everyone there needed to make copies, but a large number still agreed, as if a legitimate reason was offered.

If you look back at your own childhood, you’ll see another example when you asked your parents for something. Consider the following situation.

“Mother, can I have some cookies please?”

“No sweetie, not right now.”

“But Mom, I love cookies!”

“I know, but you can’t have any right now.”

“Why mom?”

“Because I said so.”

Would that reason work today? No, because it isn’t a real reason. But children understand at that moment, it isn’t going to happen and to throw in the towel. We are programmed in a similar fashion when we hear because as adults, because it is a hypnotic sales work that leaves an impression.

However…

Don’t consider this a magic bullet. Langer opted to further explore this study and increased the number of pages to 20. In this situation, when a nonsensical reason was provided, it was not considered in this case. But when she mentioned that she was in a hurry, the number of people who agreed increased.

While the word because will satisfy the need the brain has to explore reasons, it won’t always work. While a small request can short circuit the thinking process with it, when there is a deeper decision to be made, like 20 copies being made, or a considerable purchase, it won’t turn off as easily, but the hypnotic sales word will still open up to the possibility.

As the reason why reflex kicks in, and you back with a solid reason, you’ll find that your response rate will increase and you’ll have more receptive people in the long run.

3 Hypnotic Sales Words You Can Use Today
These are not the only options you have for a hypnotic sales work. But these are the three most powerful and you’ll want to use them in sales, or other marketing ventures.

Imagine. You. Because.

Since you’ll find that they are easy to work into videos, copy and even interactions with people, there is no reason to not take advantage of them.

Gregg Swanson is a sales performance consultant and business coach and has authored several books and numerous articles on peak performance. Gregg specializes helping sales professionals develop mental strength for optimum sales performance. You can pick-up your complementary report, “The Most Critical Step in Sales” by going HERE.